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| [image source: geralt on pixabay dot com] |
This post summarizes some thoughts I wanted to share, in response to this LinkedIn post (asking for input), by Jurgen Appelo
When I evaluate the benefits/risks of establishing a new client relationship, here are just some of the factors I consider:
⏹️ Duration of the specific engagement's SOW under discussion.
⏹️ Potential duration of the longer-term relationship, and follow-on SOWs.
⏹️ Fee size, payment structure, and invoicing/payment terms.
⏹️ Financial viability of the client, and risks of their default.
⏹️ Any external information / evidence of toxicity levels within their culture.
⏹️ Degree of bureaucracy burdens (e.g., sourcing management, contract negotiations, reporting, billing, etc.).
⏹️ Long-term value of the client relationship, itself.
⏹️ Long-term value of the relationships established, during the engagement.
⏹️ Potential future value of client recommendations, business referrals.
⏹️ Reputation of the client, and any risks associated therein.
⏹️ Client's adherence to ethical business practices, or lack thereof.
⏹️ Client's legal exposure risks (previous history, current, pending).
⏹️ Client's regulatory compliance risks (previous history, current, pending).
⏹️ Potential blast-radius if things go sideways (re: events outside of my control).
⏹️ Contractual terms that impose egregious burdens, and that may potentially exceed the total value of the engagement compensation.
⏹️ Intangible value components (e.g., potential for learning & personal growth: acquisition of new skills, working with new technologies, new concepts, best practices, new/increased industry domain knowledge, etc.).
⏹️ Potential for negotiating retention of some/all of the intellectual property I will create during the engagement.
⏹️ Contractual clauses that make broad claims on intellectual property I possessed before the engagement, or created outside of the scope of contract - during the engagement, or created after the engagement ends).
⏹️ Travel requirements (difficulty, frequency, costs, and reimbursement considerations).
⏹️ Personal safety considerations (location of their offices; crime rates in the area; travel to areas that are active war zones, or high potential for terrorist attacks; degree of difficulty to effect escape/evasion if there is a coup d'état, or regime collapse).
⏹️ The "Fun Quotient" of working with the team within the organization.
⏹️ {Novelty | Difficulty | Challenge} factor (harder problems = higher score = more attractive)
⏹️ Bragging Rights - for a successful completion of the engagement.
